| About AVEVA
AVEVA is a global leader in industrial software, driving digital transformation and sustainability. By connecting the power of information and artificial intelligence with human insight, AVEVA enables teams to use their data to unlock new value. We call this Performance Intelligence. AVEVA’s comprehensive portfolio enables more than 20,000 industrial enterprises to engineer smarter, operate better and drive sustainable efficiency. AVEVA supports customers through a trusted ecosystem that includes 5,500 partners and 5,700 certified developers around the world. The company is headquartered in Cambridge, UK, with over 6,500 employees and 90 offices in over 40 countries. Learn more at www.aveva.com.
We take pride in our core values and the diversity of our people, valuing the unique experience and expertise that people from different backgrounds bring to our business.
At AVEVA, we’re all about Limitless possibilities. Are you?
What do we stand for?
When you work for AVEVA you work for a company focused on its people. We are proud to promote diversity, inclusion and work-life integration – we’re a great place to work but we are continually striving to be the best place to work!
ABOUT THE ROLE
Drives Unified Operations Centre (UOC) sales with a primary focus within the PI customer base within the region. Motivates & supports existing PI Account Managers to identify and develop UOC opportunities. Identify and engage all relevant stakeholders, from site to HQ.
Background/Selling Environment:
• AVEVA UOC (Unified Operations Centre) is solution that can only be sold based on business value and unlike selling a product that address a defined pain point or business need, it is not easily translated to an ROI
• Target customers may not be looking for a UOC solution as they may not be aware such an offer exists that will allow them to unify their various decision support systems within a single pane of glass to unveil additional value that were previously less visible.
• Some of these customers may already have central monitoring facilities, many with PI Vision video walls, so identifying business value will require trust and a consultative approach
• To accelerate this growth, it is imperative that we establish alliances and partnerships with market experts in the form of strategic alliances and integration partners.
Responsibilities:
• Create & own the go to market strategy for UOC for the region
o Harmonize go to market strategy with the regional Operations VP’s overall strategy
o Advise each market VP on the activation of agreed, regional go to market strategy
o Ensure that sales enablement is effective and address any gaps as necessary
o Drive demand by industry vertical in conjunction with relevant Industry Principal
o Align with regional marketing teams in demand generation activities (conferences, webinars, etc)
• Account identification/planning:
o Coach and/or assist Account Managers to identify and validate potential UOC opportunities
o Support Account Managers during account planning where opportunities exist
o Engage the appropriate Industry Principal for opportunity development (develop vision)
o Ensure that sales collateral being used by the sales team are current and relevant
• Collaborate closely with local Account Managers throughout UOC sales cycle:
o Lead sales approach (quick wins, phased value gains, program journey, etc)
o Facilitate engagement of Industry Principals, Business Value Consultants, Pre-sales & Global practice team when required
o Lead/facilitate customer workshops if required
o Coach pre-sales with sales demo and presentation strategy
• Assure the success of each opportunity:
o Help Account Managers price the UOC software and other AVEVA and/or PI products
o Assist in the pricing negotiations and facilitate approvals for concessions, etc
o Lead the project execution strategy decisions (Direct, Partner, Hybrid)
o Work with delivery and/or partners on delivery quotations
o Work with delivery on agreed project governance and execution plans
o Collaborate with and support other regional UOC Sales to foster sales best practice
• Generate/negotiate customer references
o Proactively use each sales opportunity to drive new customer case studies
o Seek customer’s involvement in events like AVEVA PI World, conferences, etc
• Identify & develop potential partnership & alliance
o Identify potential partners to deploy UOC technology & work with the Partner team to enable them
Required Skills:
• Enterprise-level sales of operations management software (ISA-95 levels 2 & 3)
o Deep understanding of industrial businesses and market forces
o Strong knowledge in Industrial IoT and industrial software trends
o Proven experience in selling to CIO, COO and CDO levels
o Workshop facilitation and/or consultative sales
• 10+ years B2B solution sales experience in one or more of the following:
o Oil & Gas value stream (upstream, midstream, downstream, distribution/retail)
o Power Utilities (Generation, transmission, distribution, renewables, DER)
o Water Utilities (Bulk & Retail)
o Mining & Metals (Extraction, Processing, Smelting, Refining, Fabrication)
o Chemicals processing and manufacturing
• Alliance and Channel sales experience: sell through opportunity development
o Specifiers and client representatives
o Consultants (e.g. IT & digital transformation consultants)
o IT & OT Systems Integrators
• Strong preferences:
o Knowledge of Industrial Automation technologies
o Information Technologies like Cloud Analytics, AI, ML, ERP, BPM, etc
o Marketing and demand generation methods like ABM & Digital campaigns
o Public and conference speaking/presentation experience
• Language : English fluency as the role deals with APAC countries; Mandarin is a plus, to help colleagues/peers in China
Why us?
At AVEVA, we are open, we value differences, we listen, we learn, connect, and collaborate with others. We are passionate about our customers, our people, our business and our technology. We are positive in our approach to finding solutions that better our lives.
AVEVA is an Equal Opportunity Employer. We are committed to being an exemplar employer with an inclusive culture, developing a workplace environment where all our employees are treated with dignity and respect. We value diversity and the expertise that people from different backgrounds bring to our business.
Come and join AVEVA to create the transformative technology that enables our customers to engineer a better world.
Concerning agencies: AVEVA does not accept unsolicited resumes and will not be responsible for fees related to such. |
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